Specialization is Key

When it comes to parts providers, there are some dealers that concentrate all their interests on one particular modality or even one OEM brand of equipment.
C&G Technologies specializes in CT parts for GE and Toshiba systems and have over 10,000 parts in stock for customer needs.

"Way back in the beginning, our company made the decision that instead of trying to do everything and not excel at anything, we decided to stick with a certain product and be the best at it," Kramer says. "There are a lot of people out there that list out everything-all parts, all modalities-but what happens is they aren't really familiar with any one piece of equipment in an extreme level of detail. They can't give 81 things an extreme level of detail. All of our people specialize in CT and that's made us the best at what we do."

JDI Solutions does 99 percent of its parts business dealing with Siemens MRI and their 7,500 square-foot warehouse will be doubled by the end of the year to provide additional inventory space - a good indication as to how healthy sales have been.

"We have seen a dramatic spike returning us to historic highs as we have increased every month since April," says Clark Wilkins, President of JDI, in Brevard, NC. "We believe it's because of our confidence and competence levels. We went on a more aggressive advertising campaign and have a great relationship with DOTmed.com."




Currently with over 2,300 parts for Siemens MRI equipment, JDI puts each one through a strict quality control program, which gives them confidence to offer a six-month warranty on all parts.

"We get the parts up to OEM performance specifications," Wilkins says. "Our emphasis is to have the phone ring as little as possible with complaints."

Technical Prospects LLC also focus mainly on Siemens imaging equipment and parts, with Probst's dad a former 16-year employee with Siemens as a service engineer.

"Specializing in Siemens seems to work for us and I think it helps having a niche market as it identifies who we are," Probst says. "We don't have everything, and people know we only have Siemens parts and that gives us a market edge. A lot of companies try to do everything and that's not our focus at all. I think some other parts companies may get lost because they do so much and people might forget what they offer. We felt it was better to focus on just Siemens."

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